Evolutionary Professional Blog

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Prosperity Through Purpose | Integrating Wealth and Fulfillment | 6-Figure Practice

"May you live in interesting times."-Chinese Proverb

We do indeed live in interesting times. We stand at a fascinating and precarious crossroads at this time in history.  And as with all such situations, there is an incredible opportunity right now to reassess, take inventory, and commit to integrating our wealth acquisition strategies with your deepest spiritual principles. To be of service--and to become prosperous as a result of, rather than instead of, such a commitment.

Those who are in the arts and who have holistic training have the greatest opportunity of all to do so.

I read recently that the vast majority of coaches and practitioners never make over $25,000/year. This is more than unfortunate. Frankly, it borders on tragic. Mostly because they either give up, or, worse, for a belief that it isn't possible to live comfortably and live their purpose. That is a sad waste of resources that could be applied to evolving consciousness on this planet. And it does not have to be so. Not only can you become prosperous as a result of living your purpose through serving others--but if we can, we must.

For some, the "how" is simply missing. For others, their beliefs about money or themselves--or their offering or service--is in the way. For still others, there is a combination of all of that.

Whether any of that is true for you or not, what is true in reality is that you can have a thriving holistic business in service of others leading to emotional and spiritual fulfillment for you, and ultimately, a better world for all. If you know how and do the personal work to get out of your own way.


This is a free mini-workshop for coaches and holistic practitioners of any any modality.

  • The 3 Necessary Components to to build and maintain a 6-figure holistic practice
  • How to sell without ever selling--coming from a place of service
  • How to structure talks and introductory workshops so that they practically write themselves
  • Ways to reveal and dissolve the beliefs you've inherited--or created--that are blocking you from success and fulfillment
  • How to create and organize a comprehensive offering to serve the client more fully
  • Other cool and incredibly useful stuff


What: Purpose Through Prosperity | Components for Your 6-Figure Practice
When: Wednesday, February 27th @ 7pm - 9pm
Where: SOMA, San Francisco »RSVP« for exact location

Why: To live a more fulfilled and integrated life.

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41954 Hits

3 Components Calls | Your Secret Sauce to Build Your 6-Figure Practice in 2013

Below are the recordings for the teleseminars we have conducted on the specificed dates. May they serve you in building and maintaining a thriving practice.

 

December 15th, 2012 at 11am Pacific:

Overview of the 3 components to building and maintaining your 6-figure practice as well as focusing in on the 1st component: developing a comprehensive offering. Lots of rich Q and A starts at about the half-way mark as well.


You can listen to the call here now, or download it at the link below by saving the linked file [right+click on
PC or CTRL+Click on the Macintosh].

mp33 Components | Call #1 | December 15th 201223.9 MB23.9 MB

 


December 18th, 2012 @ 7pm Pacific:

Lots of content in this call. Too much for a few people taking notes I hear, so this is one you will want to listen to over and over again. This call is all about the Evolutionary Sales flow and the sales process. There was a 3 to 5-minute dead space in the middle of the call which I have edited out.


In addition to the recording, you will find some linked files below. They include a flowchart or checklist/cheat sheet so you can follow the steps in the sales process, as well as supporting email templates.

May they serve you well on your path to integrate your purpose and your prosperity.

mp33 Components | Call #2 | December 18th 22.18 MB

 

pdfEvolutionary Sales Flowchart | Checklist141.64 KB
pdfInitial Chat Email Template29.07 KB
pdfExploratory Session Email Template22.57 KB

 
I also promised you a link to my FAQ so you would have an example to model. You can find that «« HERE »». Here is the actual URL: http://coaches.evolutionarycompanies.com/faq


December 20th, 2012 @ 7pm Pacific:

This call is all about "free".  How to aquire prospective clients by offering free evening workshops or introductions to your work as well as the social media "thing", blogging, etc. This recording due to techinical difficulties on the call, was recorded for you as a screencast. You can streem it, or download the MP4 to your device.

 


You can download the 3rd call video file here: mp4 3 Components | Call #3 | December 20th 392.53 MB

 

If you have any additional questions, comments, or observations you would like to ask or share, feel free to contact me using the contact form «« here »».

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14743 Hits

Spiritual Capitalism | Evolutionary Professionals in San Diego

Sustainability of Change for Your Clients | Financial Sustainability for You

 

I believe that right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empowers to be successful, and have a full-time practice that is thriving, the better off the world will be.

It is no secret that a primary component of building a 6-figure practice is to offer prospective clients a comprehensive package and path to step into.

Not only does it allow you to guide a client to more sustainable and stable change that takes hold--change that actually sticks--serving them more comprehensively--it also allows you, as the practitioner, to relax into serving them--allowing you to focus all of your energies on the clients outcomes--rather than concern for whether they will be back next week--or not.

That's all well and good...but ::: There are 2 additional critical components.

"The most striking feature of the perennial philosophy/psychology is that it presents being and consciousness as a holarchy of dimensional levels, moving from the lowest, densest, and most fragmentary realms to the highest, subtlest, and most unitary ones." --Ken Wilber

 
You may be wondering ::: what the heck does that quote from Ken Wilber have to do with creating packages for your clients?!
 
I am happy to share that with you.

 

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

In this free evening discover:

The 3 Necessary Components for Building and Maintaining a 6-Figure Practice

  • How to construct talks and tele-seminars so that your students and attendees
  • Learn and retain more information and learnings
  • Have maximum opportunity to engage in your products or services without feeling "sold" or "pitched to"
  • How to design a comprehensive offering
  • How to structure them for the benefit of the client
  • How to "stack" the stages so the offering is cogent
  • How to turn initial consultations into results (90% conversion rate from prospects to clients) using Evolutionary Sales™
What you will take home with you from this event :::
  • How to sell without "selling"; from a place of service and contribution
  • The structure of phases and stages in your comprehensive offering and how to "stack" them to best serve the client
  • The 4 components a comprehensive package must have to be compelling
  • The philosophical and emotional residue that comes up for practitioners from antiquated ways of thinking ::: and how to resolve them
  • The structure to use to have presentations and evening introductions practically write themselves
  • The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and copy writing [and its solution]
  • How ... to integrate your purpose and your prosperity
 
 
When ::: Monday, June 11th from 7pm to 9:30pm
Where ::: In San DiegoRSVP for exact location using the contact form on this site.
Why ::: Integrate your purpose and your prosperity
 
Cost? ::: Free.
 
RSVP for exact location using the contact form on this site.
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5882 Hits

Driving Traffic To Your Site With Social Media

 


Register for the ultimate on-line course for coaches and practitioners here.

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3466 Hits

Semi-Weekly Tips ::: Your Elevator Pitch

Elevator Pitch ::: Think of it as a teaser trailer for that summer blockbuster:

A little flash, a little emotion, a bit of intrigue, and make an impact.

Register for the ultimate on-line course for coaches and practitioners here.
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3379 Hits

Semi-Weekly Tips ::: To Have Blog Comments Or Not to Have Blog Comments?

To Have Blog Comments … Or Not To Have Blog Comments?

 

 
 
Register for the ultimate on-line course for coaches and practitioners here.
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4872 Hits

Purpose and Prosperity | 3 Components | 6-Figure Practice | Spiritual Capitalism

Sustainability of Change for Your Clients | Financial Sustainability for You

"The most striking feature of the perennial philosophy/psychology is that it presents being and consciousness as a holarchy of dimensional levels, moving from the lowest, densest, and most fragmentary realms to the highest, subtlest, and most unitary ones." --Ken Wilber


You may be wondering ::: what the heck does that quote from Ken Wilber have to do with creating packages for your clients?!

I am happy to share that with you.

I believe that right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empowers to be successful, and have a full-time practice that is thriving, the better off the world will be.

It is no secret that a primary component of building a 6-figure practice is to offer prospective clients a comprehensive package and path to step into.

Not only does it allow you to guide a client to more sustainable and stable change that takes hold--change that actually sticks--serving them more comprehensively--it also allows you, as the practitioner, to relax into serving them--allowing you to focus all of your energies on the clients outcomes--rather than concern for whether they will be back next week--or not.

That's all well and good...but ::: There are 2 additional critical components.

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

In this free evening discover:

The 3 Necessary Components for Building and Maintaining a 6-Figure Practice

  • How to construct talks and tele-seminars so that your students and attendees
    • Learn and retain more information and learnings
    • Have maximum opportunity to engage in your products or services without feeling "sold" or "pitched to"
  • How to design a comprehensive offering
    • How to structure them for the benefit of the client
    • How to "stack" the stages so the offering is cogent
  • How to turn initial consultations into results (90% conversion rate from prospects to clients) using Evolutionary Sales™
What you will take home with you from this event :::
  • How to sell without "selling"; from a place of service and contribution
  • The structure of phases and stages in your comprehensive offering and how to "stack" them to best serve the client
  • The 4 components a comprehensive package must have to be compelling
  • The philosophical and emotional residue that comes up for practitioners from antiquated ways of thinking ::: and how to resolve them
  • The structure to use to have presentations and evening introductions practically write themselves
  • The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and copy writing [and its solution]
  • How ... to integrate your purpose and your prosperity

 
When ::: Monday, April 23rd from 7:30pm to 9:30pm
Where ::: In San FranciscoRSVP for exact location using the contact form on this site.
Why ::: Integrate your purpose and your prosperity

Cost? ::: Free.

RSVP for exact location using the contact form on this site.
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3631 Hits

Semi-Weekly Tips ::: New Blog Category

I have created a new blog category for you called "semi-weekly tips" and it will be just that.

We'll cover topics ranging from self-esteem to email marketing. From best practices in business to practices for maintaining a healthy ego.

They will be 2-minute vignettes. We will release one approximately every 10 days.

They are not meant to be exhaustive or thorough lessons, but rather just a quick hit or some insight, and for some of you, simply reminders of the best of what you may have forgotten, but would love to be reminded of.

These are primarily created with coaches and holistic practitioners in mind, however, if you are in business for yourself, or if you are an independent commission-based employee, you will also be able to benefit from them.

To get you started, the first two are up now:

You are responsible, and therefore at choice:
http://coaches.evolutionarycompanies.com/akw

Single emails do not sell. Email campaigns do:
http://coaches.evolutionarycompanies.com/ak6

And if at any point in the future, if you want to see all of the tips in the category, then you can either click on "Semi-Weekly Tips" near the date stamp for the entries, or go to the category listing here:

http://coaches.evolutionarycompanies.com/evolutionary-blog/categories/listings/weekly-tips


In Service and In Evolution,

Jason

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Evolutionary Professional | Spiritual Capitalism | The Teleseminar Series

Update for the next (and final) call in this series:
Monday, March 12th, 2012 @ 7:30pm Pacific

Talks and Technology ::: How "Free" Leads to Money And Fulfillment

It is no secret you need to give away content in today's marketplace. 

Not just because people need to be able to get a deeper sense of you and your approach to life, work, and the services you provide, but also as a result of the amount and degree of choice in the marketplace. They need to understand and "get" at a deeper level the difference between you and the other service providers out there.

It is your opportunity to distinguish yourself from others, demonstrate competence, and also provide value to those who may or may not be able to afford you.

AND, what stands in the way between you and their eyeballs, ears, and allowing them to "feel" you is your ability to present in person, or over the web, and your mastery of the tools of technology that are abundant and freely available to us in today's net-centric world.

Technology. Most practitioners I have met hate it. Most practitioners must develop some competency with it--unless and until you can just pay someone to handle it for you. BUT even then, you will want to know enough to keep your consultants honest. Take it from me.

Allow me to contribute to you by demystifying much of the "magical" and for most--overwhelming--world of technology.

In this free teleseminar we will cover:

  • The 4 learning types and how to integrate them into any presentation platform to keep your audience engaged
  • Blogging ::: including
    • Blogging platforms and the benefits and drawbacks of each of the available open source platforms
    • Do's and don'ts of blogging
  • Evening talks and how to:
    • Write them
    • Market them
    • Key components you must incorporate them so you can utilize them as "client acquisition events"
  • Teleseminars
    • What they are effective for and what they are not effective for
  • Which social-networking sites are a waste of your time, which ones matter, and why
  • How to use social marketing to maximize your results

When?  Monday, March 12th, 2012 @ 7:30pm Pacific

Why? As always so that you can live a more integrated--a more spiritually aligned--life; integrating your spiritual purpose and your contributions to the world with your wealth acquisition strategies.

As always, I will be taking questions live (and encouraging you to ask them), so if you have questions about any of this tech stuff or presenting, be sure to be on the call.

Register for this free call herehere:
http://myaccount.maestroconference.com/conference/register/4UY909U6UEBJD521http://myaccount.maestroconference.com/conference/register/4UY909U6UEBJD521

--------------

Update for the last call: Monday, March 5th, 2012 @ 7:30pm Pacific

Here is the audio from this call:




Tonight, we will be convering Evolutionary Sales for coaches and practitioners.

Register for these free calls hereherehereherehere:
http://myaccount.maestroconference.com/conference/register/4UY909U6UEBJD521border=border=border="0"http://myaccount.maestroconference.com/conference/register/4UY909U6UEBJD521

More details:

What if you could count on a prospective client signing an extended package with you when you see them in person? When I say, "count on" on mean--with 90% certainty?

As a holistic practitioner, you are sensitive to dynamics that do not feel right and you truly want to be of service to your prospective clients. You correctly want to make sure they never feel pressured.

And they never should--they do not need to be.

At the same time, if you have been in business for yourself for any length of time, you have come to realize that if you do not assist them in overcoming their concerns and their fears or limitations in thinking, you will never be able to assist them in realizing the life they have always wanted, dreamed of, and perhaps have come to you to assist them in finally achieving. In a sense, this is your first test as their coach, guide, or service provider in the helping industries.

Are you going to let them leave with those limitations intact? Or are you going to expand their world ever so gently?

The reality is, if you do not have financial sustainability, you will not be able to serve for very long before your own concerns of thriving and prospering come into play.  In a word, you need to learn to SELL--but sell without compromising your values of service, contribution, and ethics...

Many talk about using initial or "free" consultations to sign clients, but few know how to set these up to turn them into results. How to systematically use your communication before hand, setting context, and being so effective in the session with your guidance that the results end up being inevitable ::: you can begin to count on the client signing the agreement taking the gueswork out of our business, your financial life, and increasing your confidence exponentially.

Other distinctions I will be including in the evening :::

 

  • How to be so effective in your question flow that "closing" them or "overcoming their objections" becomes unnecessary--as a result of how you're being of service.
  • The three steps to opening the relationship [signing the client]
  • How [and why] to sign the client without ever giving away free services
  • How to sell without ever selling
  • How to integrate permission-based selling


Register for these free calls hereherehereherehere:
http://myaccount.maestroconference.com/conference/register/4UY909U6UEBJD521border=border=border="0"http://myaccount.maestroconference.com/conference/register/4UY909U6UEBJD521


------

Sustainability of Change for Your Clients | Financial Sustainability for You

Right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empower to be successful, and have a full-time practice that is thriving, the better off the world will be.

It is no secret that a primary component of building a 6-figure practice is to offer prospective clients a comprehensive package and path to step into.

Not only does it allow you to guide a client to more sustainable and stable change that takes hold--change that actually sticks--serving them more comprehensively--it also allows you, as the practitioner, to relax into serving them--allowing you to focus all of your energies on the clients outcomes--rather than concern for whether they will be back next week--or not.

That's all well and good...but ::: There are 2 additional critical components.

You must also have a sales system -- and use it. However, it must be a sales system that does not feel like "sales", that frankly, passes the holistic smell test. A system that will allow you to sell without selling; to sell from a place of service and contribution. To sell, but sell in alignment with your values. No pain. No leverage. No manipulation or unethical tactics. And no use of fear.

AND ... you must give free content. You must blog and give intros, and do podcasts ::: you must give free content so that you can effect the lives of those you may never meet, but ALSO because there is so much choice out there and people want a taste.

We will cover the what, why. and most importantly the how of each of these in these calls, allowing you to do what is post important ::: integrate your purpose and your prosperity.

Not only can we do that at this time in history and in this economy, but we must.

If you want to #Occupy something, occupy your gifts. Let me show you how so you can share them with the world.

Here are the dates and times:
 
Monday, Feb 20, 2012 @  7:30pm Pacific / 10:30p Eastern   [How to build your offering]
Monday, Feb 27, 2012 @ 7:30pm Pacific / 10:30p Eastern   [How to Build Your Offering]
Monday, March 5th, 2012 @ 7:30pm Pacific [Evolutionary Sales™]
Monday, March 12th, 2012 @ 7:30pm Pacific / 10:30p Eastern   [blogging, intros and talks,social media]
 
Register for the calls herehereherehereherehereherehereherehere:
 

Be on one or be on all of them. Whatever would best serve you.

 

In Service,
 
jason.the.mcclain™
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6613 Hits

Coaching The Life Coach | The 16 Week Course

One of the things that am committed to changing in the world is the painful separation of Spirit and wealth acquisition.

So many people think they have to sacrifice their spiritual life to make money. And so many people think they have to sacrifice wealth to be truly spiritual.

The truth is quite the opposite. Not only *can* we integrate them, but we must.

I think we can all agree, that if these were integrated--if people were acquiring wealth AND living a robust spiritual life in the same moment, then so much of the unethical stuff we have seen in the financial markets in the last few years would not have happened.

For our world to solve so many problems it has, not only can we integrate spiritual sensibilities and wealth acquisition ... but we must.

Why am I sharing this in this email? 

As many of you know, I have been working on an on-line version of my live Coaching The Life Coach program for  ... well … years now.

It is finally finished. 

A 16-week tour-de-force covering everything from your emotional blocks and defining your purpose to SEO and v4.0 of Evolutionary Sales™ with the purpose to have you integrate your purpose and your prosperity and be well on your way to be making over 6-figures by living your purpose.

For being here, you get a coupon code that will give you about 25% off each month.

Check out the course hoopla page here:

http://coaches.evolutionarycompanies.com/clc-4-sales-page

And the course visual overview here:
http://coaches.evolutionarycompanies.com/clc4-course-outline

 

Your coupon code is:

community50

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Spiritual Capitalism ::: The Teleseminar Series ::: Integrating Your Purpose and Your Prosperity

In the times we face today, it has never been more challenging or more urgent that we integrate our purpose and our spiritual sensibilities with our wealth acquisition strategies.

And ... it is tough. We've all faced some degree of the belief that our spirit and our wealth is in conflict. Sadly, in the last few years, this has come into even higher relief; even greater contrast.

Not only can we integrate our purpose and our prosperity, but we must

In this evening introduction, we will cover:

  • The 3 critical components for building and maintaining a 6-figure practice
  • How to sell without selling; sell from a place of service and contribution
  • How to turn your initial consultations into results


What else will we cover?

  •  "Tricks of the Trade" including :::
    • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
    • 3 critical techniques to turn your initial consultations into results
  • The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
    • [and it’s solution]

We'll get into how to create and hone your extended offering/package for clients. We'll talk about how to give talks, blog, and give teleseminars to acquire clients. And yes, we'll get into Evolutionary Sales™.

A system I will hand over to you in this talk. Fine-tuned, and streamlined over years of trial and error.

 

When?  ::: Monday, November 21st @ 7:30pm Pacific

Followed by:

Monday, November 28th @ 7:30pm Pacific
Monday, December 5th @ 7:30pm Pacific
Monday, December 12th @ 7:30pm Pacific

 

Where? ::: On the phone or in your web browser on your computer.  
Register « HERE »


Why?   

Why ...

I believe that right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empower to be successful, and have a full-time practice that is thriving, the better off the world will be.

And if you have read this far ... you sense the same thing. Join us:

Register « HERE » for the first call.


Update ::: recordings for the calls are now here:

 

 

 

 

 

 

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5483 Hits

Prosperity Through Purpose ::: Spiritual Capitalism

RSVP Required. See below for details.

In the times we face today, it has never been more challenging or more urgent that we integrate our purpose and our spiritual sensibilities with our wealth acquisition strategies.

And ... it is tough. We've all faced some degree of the belief that our spirit and our wealth is in conflict. Sadly, in the last few years, this has come into even higher relief; even greater contrast.

Not only can we integrate our purpose and our prosperity, but we must.

In this evening introduction, we will over:

  • The 3 critical components for building and maintaining a 6-figure practice
  • How to sell without selling; sell from a place of service and contribution
  • How to turn your initial consultations into results


What else will we cover?

  •  "Tricks of the Trade" including :::
    • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
    • 3 critical techniques to turn your initial consultations into results
  • The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
    • [and it’s solution]

 

We'll get into how to create and hone your extended offering/package for clients. We'll talk about how to give talks, blog, and give teleseminars to acquire clients. And yes, we'll get into Evolutionary Sales™.

A system I will hand over to you in this talk. Fine-tuned, and streamlined over years of trial and error.

Yep, all in just a couple hours.

When?  ::: Monday April 16th @ 7:30pm
Where?
::: In San Francisco. RSVP for exact location. Space is limited.
Why?  

Why ...

I believe that right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empower to be successful, and have a full-time practice that is thriving, the better off the world will be.

And if you have read this far ... you sense the same thing. Join us:

Use the contact form on this site to RSVP for the exact location.

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4495 Hits

Prosperity Through Purpose ::: Components for Your 6-Figure Business

RSVP Required. See below for details.


Right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empowers to be successful, and have a full-time practice that is thriving, the better off the world will be. 

 

"I doubled my business in the first two months of the program [Coaching the Life Coach] by Jason McClain!"       -Boston Blake

 

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components. 

Not just the “how” but “how specifically”.

In this free evening talk discover:

  • The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
  • 7 "Tricks of the Trade" including :::
    • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
    • 3 critical techniques to turn your initial consultations into results
  • The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
    • [and it’s solution]

 

We'll get into how to create and hone your extended offering/package for clients. We'll talk about how to give talks, blog, and give teleseminars to acquire clients. And yes, we'll get into Evolutionary Sales™.

A system I will hand over to you in this talk. Fine-tuned, and streamlined over years of trial and error.

Yep, all in just a couple hours.

 

"Jason McClain is the real deal. His personal life story makes the stories of both Tony Robbins and Christopher Howard look like happy-go-lucky children’s books. He has been quoted as saying, 'if I can be happy and successful anyone can'.  -Former Student, Anonymity Requested

 

When?  ::: Tuesday October 11th @ 7:15pm

Where? ::: In San Francisco. RSVP for exact location. Space is limited.

Why?   Why ...

I believe that right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empowers to be successful, and have a full-time practice that is thriving, the better off the world will be.

Evolving the planet one client at a time is great, but it is horribly inefficient. *laughing* Let’s accelerate the process together.

Use the contact form on this site to RSVP

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2965 Hits

Extensions, Testimonials, Referrals, ... and Bears. Oh My!

A student of my material sent an email with some very good questions for client management including how to handle contract extensions, referrals, testimonials and general end-of-contract dynamics and structures.

I have re-posted relevant portions of the email exchange below for you.


I've listened to your recordings from previous coaching programs and have found them to be insanely valuable. I've signed 8 clients and raised my rates already in the first few months of the program, and I attribute it to following your sales process to a "T".

A HUGE thank you.

My pleasure. I am delighted to hear they were useful to you.  

 

As a couple of my 6-session coaching packages are coming to a close, I have questions around how you structure the end-of-package process. Here are some specific questions:

Do you formally review outcomes with your clients at the end of a package? If so, how do you structure this conversation?

 


Yes we do. Twice in fact. We review their outcomes and the stated evidence for those outcomes about 2/3 of the way through the process. This review is important so we can see where we are on track, see where we already achieved the outcome(s), and see where we need to focus out remaining time together.

Additionally, in the final session, what we do is review their outcomes [mostly I print them out and hand them the assessment we made together] and with those, I have them fill out an extensive feedback sheet or "exit survey" as I like to call it. 

When do you raise the issue of referrals? I love how you talk about referrals on the FAQ page of your site, and I'm wondering how else you support those ideas and maximize the chance of the client biasing toward action.

I never really raise the issue of referrals along the way. For two reasons really, 1) I find it a little off for the Evolutionary Sales™ approach, and 2) I usually I do not have to because they do--and when they mention this friend or that colleague, I tell them how to refer people to me--get their permission to give me their contact information and leave the rest to me.

Additionally, because referrals are part of the agreement they signed, the exit survey gives them an opportunity to write down two names and phone numbers for referrals they have permission from to do so--which re-presences it for them if they have forgotten; it is right there on the last page of the feedback sheet.

Do you collect testimonials from clients? This seems like it would be good material for my website, which isn't up yet. If so, how do you frame it? When do you ask for it (i.e. at the end of a package, when the client is at a peak)

Yes, of course. When they write or say something that is a peak or they are acknowledging me about something I simply ask, "can I quote you on that?" with a friendly chuckle. Then I ask them if I can edit it and send it to them for their approval before I publish it. Sometimes they want anonymity, but I then just use it and us this attribution:  " --Anonymity Requested".  

The truth is, I have no interest in the compliment personally [as in an ego boost or a pat on the back--no interest in that]. However, practically and professionally, you bet I want to hear that--as long as I can quote them on it. Compliments are of no value to me. Testimonials are.

Often, when they say something that would make a great testimonial, typing it up is the thing that is in their way and delays it becoming a testimonial. That, and they are worried about writing it well or "doing it right". So I offer to type it up for them to capture their sentiments and send it to them for their approval.

This removes both the barrier and the delay.

How and when do you have the discussion about signing on for additional coaching? Either to continue work on outcomes that were originally defined OR taking the momentum of coaching and applying it to a new set of outcomes. If the latter, would you do another exploratory with your client?

That is typically driven by that final review of their outcomes. If we have achieved, say, 4 out of 5 of their primary outcomes, and are close on the 5th, we may sign for an additional 2 or 4 sessions. That is rare though. I would guess about 1 in 15. However, I only work with comprehensive packages and it is designed to not be renewed. 

If you are beginning your practice you will be working with a smaller package--as you mentioned, yours are 6-session packages currently--and have more opportunity and more cause to renew or extend. It should still be outcome driven though--not just relational--so we stick to results and not build dependencies in our clients on us.

We want to free them. We want them to "graduate" from us.

However, you are just getting oriented to your offering and you do not yet have a full, comprehensive offering. So you will extend more frequently in the beginning of building your practice. As you do that--regardless of whether they sign for additional sessions or not--you want to have your attention on what else they needed--basically, what was missing from your offering you should add--as those insights will go a long way into bullding a longer offering in the future.

Additionally, on extentions, Evolutionary Sales™ is about outcomes and the vision of what achieving them would make possible in their lives. Remember, we are not selling a service, we are assisting them in selling themselves on their own outcomes and what that will make possible in their lives. This orientation also takes the question of extensions away from anything personal or adversarial, and orients it on their future and their outcomes. In partnership. Looking in the same direction shoulder-to-shoulder.

This approach has "objections" simply not arise; there is nothing for them to resist or push back against. It will either be a fit or make sense to continue, or it won't.

If you already achieved or resolved what they wanted to achieve or resolve, and you have the sense you can serve them further, then you can simply ask them if they are interested in more, and what they see as possible now [their vision for themselves has likely shifted/expanded].

If they are drawing a blank, but you see a lot for them that they "need" and than you can assist with, you may also may just ask them if you can offer something [ask permission] and tell them what additional work you see they could take on and you could do together and ask them if that interest them--and informally seal the deal by asking, "so, wanna go for it?" they say yes, and then you simply say, great, let's handle the formalities--and then proceed to create a new contract for an extension--or add an addendum to the original agreement.

I would not necessarily do another exploratory session. More likely, we just schedule a paid session where we do a fresh, thorough outcome elicitation and evidence clarification for the next phase of our work together. 

 

If they're not interested in doing more coaching right away, how and how often do you keep in touch with your clients?

 

I simply ask them; I let them determine the contact frequency. If they are not interested in more then, and they express interest in more work in the future, you can go one of two ways:

1. Ask them if they want to agree to work together in the future with a specific start date, as they may have some time-frame in their mind. Barring that, 

2. Ask them when you should check in with them next [and how often]. And then you put that in your calendar and be sure to do that. I also ask them if I shoudl call or send them an email. This not only makes sure you are using permission-based sales and marketing, but that you are honoring their preferences.

Thanks so much in advance for taking the time to contribute to me! (gotta love that phrase)

 My pleasure. Thank you for giving me the opportunity to contribute to you.  

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Teleseminar ::: Three Necessary Components for Systematic Success

UPDATE ::: This call is over. The audio from the call is now available here:

 

{mp3}free_teleseminars/20100315_3_components{/mp3}

---

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

In this free tele-seminar discover:

  • The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
  • 7 "Tricks of the Trade" including :::
    • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
    • 3 critical techniques to turn your initial consultations into results
  • The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
    • [and it’s solution]

 

Monday, March 15th, 2010 @ 7pm Pacific. Use this linkthis link to register for the call:

http://myaccount.maestroconference.com/conference/register/7B344C7GLNT38MXhttp://myaccount.maestroconference.com/conference/register/7B344C7GLNT38MX

 

This from a former student :::

"Jason McClain is the real deal. His personal life story makes the stories of both Tony Robbins and Christopher Howard look like happy-go-lucky children’s books. He has been quoted as saying, 'if I can be happy and successful anyone can'.

"He built a 6-figure practice from scratch with an intangible service ::: “Personal EvolutionPersonal Evolution”. Something no one wakes up in the morning and thinks they need or looks for. His success was as a result of the incredible efficacy of the system he developed by trial and error." -M.D.

A system I will hand over to you in this talk. Fine-tuned, and streamlined.

"I believe that right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empowers to be successful, and have a full-time practice that is thriving, the better off the world will be.

Evolving the planet one client at a time is great, but it is horribly inefficient. *laughing* Let’s accelerate the process together."  --Jason D McClain

--

Acquire knowledge from one of the most broadly educated minds in the coaching business always innocently irreverent, funny, affable, approachable, and obviously committed to serving you by delivering dense value in his talks, expect the tips you will learn in this evening to bear immediate and lasting fruit in your business and in your life.

Be sure you have something to take notes with: and feel free to submit questions before hand. Space is limited to 99 participants to grab your spot nowgrab your spot now.

 

 

Monday, March 15th, 2010 @ 7pm Pacific. Use this linkthis link to register for the call:

http://myaccount.maestroconference.com/conference/register/7B344C7GLNT38MXhttp://myaccount.maestroconference.com/conference/register/7B344C7GLNT38MX

Oh--and to get a free trial, for what I think is the best teleseminar service out there--that allows you to call on people by name, "pass the mic" to them, and create break-out groups if you are leading a tele-class or series of tele-seminars, and a bunch more super cool technology to make your life as an entrepreneur easier and your business thrive with more profitability, click HERE.

Rumor has it, they will be adding webinar/screen casting functionality soon, too.SHHHHHHHSHHHHHHH

 

In Service and in Evolution,

jason.the.mcclain™

UPDATE :::

Here is the audio of the call for y'all :::

{mp3}free_teleseminars/20100315_3_components{/mp3}

 

 

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